I was talking with a client today who said he had a mental block about going out there and selling his company’s services.

He knew he had to do it (he needed the revenue badly).

But at the same time he felt really uncomfortable about contacting potential clients and pitching to them.

He’s not alone.

There really are so many business owners who feel like this. And if you are one of them, that feeling is costing you a fortune.

You need to change your attitude to selling. Fast. And today I’d like to give you a few points on how to do that.

1. REMEMBER ALL THE GREATEST ENTREPRENEURS FOCUS ON SALES

No matter how rich you are, you still have to sell someone on what you’re doing, why it’s awesome and why they should give you money.

Think of any billionaire, and you’ll see that at the very centre of their business is them selling.

Rupert Murdoch must sell the syndicate of banks that issue News Corp loans that his company is a great investment.

Elon Musk must convince the public (and the world’s journalists) that his electric car is the future of the automobile.

Oprah invested in Weight Watchers and is now on TV selling women on why they should sign up for it.

And even the great Steve Jobs was famous as much for his ability to sell Apple’s latest range at product launches, as for the products themselves.

If even the richest, most successful entrepreneurs on the planet are fine with focusing on sales, then surely it’s okay for us to get our hands dirty doing it.

2. REALISE THAT THE BEST PRODUCT OFTEN DOESN’T WIN. THE BEST SALESPERSON ALMOST ALWAYS WINS

Let’s take the industry that you are in for example. If the best product wins, how come you know numerous companies that have a mediocre product and yet they still keep picking up clients?

As Brian Tracy said, “Nothing will make you madder than seeing someone dumber than you making more money than you”.

Ain’t that the truth!

Why are those mediocre companies getting clients? Because they are focusing a lot of their time on getting leads and converting them. Otherwise known as Sales.

3. DON’T PUT YOUR FEELINGS AHEAD OF YOUR SCHEDULE

Once you realise that sales is the most important part of your business, you must commit to doing it in the most important way: scheduling it into your daily calendar.

If you don’t have solid blocks of time allocated in your calendar every week to getting more sales for your company, your company’s future is bleak.

You must schedule time to work on sales.

But equally importantly, you must actually do the sales work at the time you said you would – even when you don’t feel like it, even when you’re busy running your business. Even when you’re feeling down about life, your company, or the world.

You must make your feelings subservient to your commitments. And when you commit to spending a certain amount of time each week on sales you simply must do it.

No matter how you feel.

I’m not saying any of this is easy. But if you can make these three mental shifts, your business wealth will grow exponentially.

These 3 ways of looking at business are at the very heart of any successful entrepreneur.

In any industry. At any time in history.

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